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Three Ways to Build Your Brand as a Leader

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Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader. Dorie’s most recent book is called Stand Out – How to Find Your Breakthrough Idea and Build a Following Around It. sales leadership build your brand

The Most Productive Sales Pros

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Getting organized AND keeping organized as a professional seller can be difficult. Sales Tips B2B Sales Productivity sales strategy

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How to Talk About Your Competition

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Before the New England Pats played the Pittsburgh Steelers in the 2017 AFC Championship game, the media asked a lot of questions – as always. Quarterbacks Tom Brady and Ben Roethlisberger together have six Super Bowl rings. What bad things do they say about each other? B2B sales strategy

Top 30 Social Sales Influencers

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Almost three years ago, I was named to a list of Top Social Sales Influencers – I came in at #12 on the list which had been researched by an influencer marketing agency for an up and coming sales tech tool company, KiteDesk. Sales Skills social selling B2B

What Salespeople Can Learn from Classic Songs

Should Women in B2B Sales Sound Overly-Friendly to Succeed

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Recently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions. I’ve changed some of the Q&A a bit, but wanted to share the main points of the conversation around how successful women need to “be” in order to be a successful BDR, AE, SDR, or other sales position.

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3 Top Sales Tips That Will Help Keep Your Sales Focus

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Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement. Sales Tips B2B

Make Your Sales Team Reflect Your Buyers and Grow Revenues

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The #SalesSummit at Dreamforce #DF16 Tuesday Sept 4th 1:30PM at the Marriott Marquis Yerba Buena Salon 9 Pre-register here. B2B women in sales sales strategy

3 Things I Learned at CEB Sales and Marketing Summit

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I headed to Las Vegas for CEB’s Annual Sales and Marketing Summit with a bit of apprehension. I had never attended before, and was thinking that it might be a very academic marketing focused crowd even though “sales” is in the name of the event. B2B sales strategy

The Art of Social Selling -- Summarized by getAbstract

Review of The Only Sales Guide You’ll Ever Need by Anthony Iannarino

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Anthony Iannarino is a very disciplined guy. For five years he woke up at 5AM every day (maybe 7AM on weekends) and wrote, which is why he has such a large body of work on his blog, The Sales Blog. I am quick to recommend it to sales reps and leaders who want to learn and grow. Anthony is also a top sales speaker, podcaster (In the Arena) and now author of The Only Sales Guide You’ll Ever Need.

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5 Ways - Don't Leave Money on the Table in Sales

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There is a lot to keep track of, plan around, organize, decide on, and execute in sales. When you work in a reactionary way, without a plan, things get forgotten. B2B sales strategy

SaaS Sales Reps Are Bad At Explaining

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When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting. Sales Skills B2B

4 Ways to Reduce Seller Burden and Grow Sales

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At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller success. B2B sales strategy

We Lead with Sales Leadership

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The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002. B2B sales leadership

Winning Consensus-Based Sales

In Sales Push Your Comfort Zone

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Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work, even if they are uncomfortable at the time.”. Doing big things – in your sales career or in sales leadership - requires you to find something within you that you may not know you have. You must really push yourself to success. B2B sales leadership sales strategy

The Competencies You Need to Lead Your Sales Team

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To be a real sales leader – not just a manager - you must be willing to look inward. Self-awareness is understanding everything about everything that makes you, well, you. LifeHacker wrote a great piece about self-awareness and how to be more self-aware. B2B sales leadership

Why Front Line Sales Managers Need to Coach Their Reps More

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The short answer if you are in a hurry to read this is: B2B sales leadership

The Best Way to Get a Prospect to Reply to Your Email

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People are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs. In a major corporation, when someone leaves the company often their duties are delegated to others. Sales rep left or got let go? The accounts and prospects get distributed too. Sales Tips B2B sales strategy

Secrets to Successful Inside Sales Management

Modern Sales Is Complex – Jill Konrath, Brent Adamson, Nick Toman

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Recently I had the opportunity to talk about how challenging and complex modern sales has become for both the sales rep and his or her customers with three true sales experts: B2B sales strategy complex sales

Salespeople are AWESOME

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Yes, professional sellers, salespeople are awesome and amazing in many cases. Sales professionals are what make the business world go around. Have you ever heard the following statement: Nothing happens until somebody sells something. Many people have great ideas, but they cannot execute in a way that generates revenues to support the venture. They close. this slide deck is a doozy. ” .

Sales Leaders Love Your Sales Reps

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I immediately liked what I heard when John “JT” Turner, Senior VP, Sales, Trinet spoke. It was an Enterprise Sales Meetup in New York and the “fireside chat” format enabled John to discuss his views on selling. B2B Inspiration B2B Sales

The Best Thing Gary Vee Has Ever Said

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The night before the 2016 Presidential election, Gary Vaynerchuk, business mogul, investor, author, and top keynote speaker gave a keynote at INBOUND. It was a coincidence that INBOUND, a large annual marketing conference - started on election day this year. By the time the keynote began at 6PM, voting had been going on all day. The stress level was high – so many people "knowing" their candidate would win and getting ready for a celebration later. Tensions were high. Innovation & Inspiration Sales Skills B2B

Successful Selling

Baseball Loss and Sales Rejection

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Top sports teams know a secret that we can all use in business and especially sales. You don’t always win. Sometimes you lose. If you don’t dwell on the loss you can win again tomorrow. I was thinking about this again recently when I heard that the Red Sox had lost 21-2 to the Angels at Fenway Park. Sales Skills B2B

Sell More with Client Conversations

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It is always good to see great sales skills in action. While in the Concierge Level Lounge of a Marriott hotel recently, I saw a woman from the Marriott walking around and striking up conversations with guests. She was polite and friendly, getting everyone she approached to interact with her. Sales Tips B2B

Gary Vee Suggested You Do This One Thing to Build Customer Relationships

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Sales Tips B2B B2B Sales

Top Sales Lessons from #Rainmaker16

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What an amazing two days in Atlanta for Rainmaker16. This was the big event for those working in B2B sales development roles – the sales reps and sales leaders making initial contact with buyers – inbound and outbound. Sales Tips B2B

Woman Shaves Head for Client Fundraiser

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Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. Granite CEO Rob Hale will be the first in line with 280+  employees to have his head shaved. With everyone involved, it should raise close to $1M in the coming days. It’s one of the reasons I love working with them. How could I resist? Now I Need Your Help with Hats.

Sales Prospecting in Beast Mode

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As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. Want to make the most of your days through the end of the year? Just think Beast Mode. Former Seattle Seahawk Steve Raible gives a fantastic play-by-play account here. It is worth the listen. But when he played, he gave it all he’s got. Increase Opportunities.

Sales Reps Succeed When Leaders Lead

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If you are a typical sales team you have a top percentage of sellers who will do great things no matter what is going on in the organization and with leadership. But after that small percentage, everyone else is affected by the structure and consistency of sales leadership. B2B sales leadership

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5 Ingredients To Win In Sales

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To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity. Keep it Simple – the very best repeatable recipes are the ones that are simple to make.

Jill Konrath New Book – More Sales Less Time

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B2B holiday gifts for clients sales strategy

4 Ways To Grow Revenue with Win Loss Analysis

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I spoke with Ken Allred , CEO of Primary Intelligence , about Win Loss programs and how they help Sales teams win more deals. Below is an excerpt from our discussion. B2B sales strategy

Alone We Are One Drop Together We Are An Ocean

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There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership. Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events. B2B sales strategy

3 Ways to Grow Sales in 2015

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It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. If you are working on a calendar year, than January 5 th is a fresh start. Doesn’t it feel good to get a fresh start? Is this your situation?

What It Means To Be Social In Sales and Business

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Social is a state of mind, not a platform. Social is a way of doing business, not a trend to jump on the bandwagon with. Social is how we did business years ago. My grandmother was a larger-than-life social figure in the geographic community she lived in. She was my role model. We called her Mimi, and I’ve written about her over the years because she was such a big influence on me in business.

Is Cognitive Distortion Keeping You from Succeeding in Sales?

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It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame. But before I give you some wording for what you’ll tell your boss at your next pipeline review, know that this is just ONE aspect of your ability to succeed in professional selling.